Unit 7 Ch 19 Flashcards
Precontemplation:
• No intention of change
• Education and dispelling myths
Stages of Change:
- Precontemplation
- Contemplation
- Preparation
- Action
- Maintenance
Contemplation:
• No exercise, but thinking about it •Education
Preparation:
• Started exercising a little
• Structure client’s life as an exercises, establish goals, and set up a support network
Action:
• Active, but has not exercised longer than 6 months
• How to deal with potential barriers
Maintenance:
• Can regress
• Work to enhance their motivation and show their results
Types of questions;
- Close ended
* Open ended
Close-ended:
• Directive questions
• Require one word answers
Open ended:
• Non-directive questions
• Require more than one word answers • Build rapport
Types of support:
- Emotional
- Instrumental
- Companionship
- Informational
Emotional:
Encouragement, caring, empathy, and concern
Instrumental:
•Anything needed to complete activity – Transportation,equipment
Companionship:
– Network of individuals that can provide emotional support needed to maintain motivation and accountability
Informational:
-Reason clients seek out a personal trainer
– Information or education needed to reach goals
4 p’s of marketing:
Product
Price
Place
Promotion
Product:
• Clearly identify product you are selling
• The results you help the client achieve
Price:
• Affected by multiple things
• Clientele, volume, location, group vs. individual
Place:
• Where and how the sessions are delivered
• Online coaching, boot camps, corporate wellness, sports training centers, general fitness centers
Promotion:
• Communication information to potential clients to spark interest
• Referral incentive, promotional sales, sponsorships, social media interaction
• Pull potential client towards you or push existing client to purchase more services through added incentives
Professional development:
10 steps to success
– Reinforce sales techniques
– Implement once working as a fitness professional
– Corner stone of success – Follow a structured format
10 steps to success
Step 1:
What is the desired annual income?
– How much to you want to make in the next year
Step 2:
How much must be earned per week to achieve the annual goal?
– Divide how much you want to make by how many working weeks in a year
– Don’t forget to factor in vacation/holidays
Step 3:
To earn the weekly goal, how many sessions need to be performed?
– Divide weekly income by number of training session you should complete
Step 4:
What is the closing percentage?
– Keep track of how many people purchase training with you out of how many people you speak with
Step 5:
In what timeframe will new clients be acquired?
Step 6:
How many potential clients need to be interacted with overall to gain clients within the timeframe?
– How many people based on your closing percentage in order to achieve the client timeframe
Step 7:
How many potential clients need to be contacted each day?
Step 8:
How many potential clients need to be contacted each hour of the day?
– Break daily amount of client interactions to see how many people you need to speak with every hour
Step 9:
Ask each member spoken to for his/her contact information?
Step 10:
Follow Up
– Follow up with those potential clients contacted in order to maintain relationships
